Re: XP, Requirements & Selling Organizational Change

Hi Dave,

What's your role in this?  You say "to a prospective client."  What services
are you offering?

Best regards,
Bill

----- Original Message -----
From: "davehane" <[email protected]>
To: <[email protected]>
Sent: Wednesday, April 16, 2003 3:49 PM
Subject: [XC] XP, Requirements & Selling Organizational Change


> > A discussion of the cultural, organizational, and business model
> implications, challenges, and solutions surrounding the
> implementation of eXtreme Programming.
>
> In attempting to sell XP to a prospective client, I face two cultural
> challenges.  Firstly development management needs to buy into the
> idea and stand behind a pilot XP implementation.  Secondly I perceive
> the need to sell the client's sales management because the systems
> developed by the client are always the result of work sold to
> external customers.
>
> While I believe that I can successfully sell XP to development on the
> basis of it being a superior engineering approach, I am less sure
> about how to approach sales management.
>
> My client is used to collaborating with its customers to produce 200
> page requirements documents from which it begins its development.
> Obviously XP will change that paradigm.  I am interested in hearing
> how others might approach this second challenge.
>
> Thank you.
>
>
> David J. Hane
> President
> Trenchant Systems LLC
> 3365 Shavers Lake Road
> Deephaven, MN 55391
> 612.812.9199
> [email protected]
>
>
>
>
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